Director of Inside Sales-Freight Car Services

Director of Inside Sales-Freight Car Services

Join to apply for the Director of Inside Sales-Freight Car Services role at Progress Rail, A Caterpillar Company

The Director of Inside Sales leads the inside sales function, driving revenue growth and operational excellence by collaborating closely with the materials management team, operations team, commercial team, and IT team. This role is responsible for implementing pricing strategies, providing detailed customer quotations, standardizing sales processes, and ensuring robust KPI tracking regarding customer contracts. The Director also manages a team of customer service representatives to deliver exceptional customer experience.

• Req : 11476
• Location: Albertville, Alabama

Progress Rail stands at the intersection of legacy and innovation—driving the future of rail with a pioneering spirit. Since its founding in 1983, the company has grown to become one of the world’s largest and most trusted providers of railroad products, services, and technologies. Today, Progress Rail delivers a comprehensive portfolio of cost-effective solutions to railway customers around the globe. From the rails themselves to the EMD® locomotives that ride them, the company’s products are in operation across more than 100 countries—powering progress and connecting communities.

In 2006, Progress Rail joined Caterpillar Inc., further strengthening its ability to lead the rail industry with cutting-edge technology, unmatched expertise, and a commitment to excellence. At Progress Rail, the team is not just building the future of rail—they are making history every day.

• Cross-Functional Collaboration
  • Work closely with materials management, operations, and commercial teams to implement effective pricing strategies and deliver accurate, timely quotes to customers.
  • Partner with the IT team to identify, implement, and refine robust internal procedures and digital tools that support sales operations.
• Process Standardization & Improvement
  • Standardize sales and quoting processes to efficiently address customer needs and ensure consistency across the organization.
  • Implement and continuously improve procedures that drive consistent KPI tracking, real-time visibility regarding KPIs contained in customer contracts, and data-based market analysis.
• Sales Strategy & Execution
  • Develop and execute pricing models in collaboration with commercial and operations teams.
  • Oversee the adoption and utilization of CRM and analytics tools for opportunity management, reporting, and market analysis.
• Team Leadership & Customer Service
  • Manage, coach, and develop a team of customer service representatives, ensuring that customer needs are addressed promptly and professionally.
  • Foster a culture of accountability, continuous improvement, and customer-centricity within the team.
• Performance Management & Reporting
  • Monitor sales and service KPIs, analyze performance data, and report progress to senior leadership.
  • Use real-time dashboards and analytics to identify trends, opportunities, and areas for improvement.
• Business Development & Market Analysis
  • Conduct market analysis in partnership with the commercial team to identify new business opportunities and inform strategic decisions.
  • Maintain strong relationships with key customers and stakeholders, ensuring high levels of satisfaction and loyalty.

• Bachelor’s degree in Marketing or Business or equivalent experience.

• Bachelor’s degree in Business, Marketing, or related field.
• Proven experience leading inside sales and customer service teams, preferably in B2B or industrial environments.
• Strong analytical, strategic, and leadership skills.
• Proficiency with CRM software (e.g., Salesforce) and sales analytics tools.
• Excellent communication, interpersonal, and motivational abilities.
• Results-oriented, accountable, and able to drive measurable growth.

• Competitive Salary
• 401(k) plan with up to 6% company match (no waiting period with immediate vesting)
• Medical/Dental/Vision/Life/Disability Insurance
• Supplemental Accident, Critical Care, and Hospital Insurance available along with an…